I am very good at hiring because I've made a lot of mistakes. I learned to look at the specific individual and look for the most important traits and then ignore everything else, especially the resume—it sends you in the wrong direction.
我十分擅長識人用人，因為我犯過很多錯。我學會著眼於特定的人，並找出最重要的特質，然後忽略其他一切，特別是履歷－－它只會引導你往錯的方向去。
I learned through trial and error: What makes a great manager? What makes a great salesperson? And that's who I always hire.
我在反覆試驗中學習：是什麼塑造出一名優秀的經理？是什麼打造出一名傑出的銷售人員？那些就是我一直以來雇用的人。
If you're going to hire a lot of salespeople for your organization, I found that I look for the same three things in every single person I hired.
如果你要為你的組織雇用許多銷售人員，我發現我在每一個我雇用的人身上會尋找三件同樣的事。
I wanted someone who was insecure with something to prove. If somebody walks in there cocky, they never become your great salespeople. My top 10 salespeople, making millions of dollars a year, every year came to my office in December swearing they would never have another good year. Why? It was ridiculous. But they were insecure enough to think it could never happen again. You want an insecure person if you're hiring a salesperson with something to prove.
我想要某個沒有安全感、想要證明某些能力的人。如果某人自信滿滿地走進來，他們絕不可能成為你的傑出銷售人員。我手下前十大銷售人員，每年賺入數百萬美元，每年都在十二月時進到我的辦公室信誓旦旦說著他們絕不會再有舒適的一年。為什麼？那很荒謬。但他們沒有安全感到認為那絕對不會再次發生。如果你要雇用一個想要證明某些能力的銷售人員，你會想要一位沒有安全感的人。
You also want someone who has a positive attitude in every way. Because you know what happens? A positive person when they get hit—and sales is all about getting hit and knocked down—they spend very little time feeling sorry for themselves. They get right back up. They're back at it. You almost need a low IQ like "hit me again, hit me again, hit me again."
你同樣也想要某個在任何方面都帶著正面態度的人。因為你知道發生什麼事嗎？一個正面的人，當他們受到衝擊時－－而銷售全都關乎於受到衝擊和被擊垮－－他們花上非常少的時間為他們自己感到難過。他們馬上振作。他們回到工作上。你幾乎需要有著像是「再來啊、再來啊、再來啊」的低智商。
That's a great salesperson. And then you need the work ethic to go with it. Nobody is great in sales unless they work like crazy. So those are the three traits I look for in every great salesperson.
那是一位傑出的銷售人員。然後你需要職業道德與其搭配。除非他們像發瘋似地工作，否則沒人能在銷售方面脫穎而出。所以那些是我在每個傑出銷售人員身上找尋的三個特質。
What I look for in a manager is someone who's gonna be loyal. I mean, the heck, if I'm gonna build a giant house which is my business on a shaky foundation, how far am I gonna get? I need a structure with a footing as loyal as it can be that's gonna stand there through the thick and thin.
我在經理身上找尋的是某個將會忠心耿耿的人。我的意思是，拜託，如果我要將一棟大房子，也就是我的事業，建築在一個搖搖欲墜的地基上，我可以發展到多長遠啊？我需要一個有著盡可能忠誠的基礎所建的構造，那將在任何情況下都堅持在那兒。
I also need someone who believes that we're gonna succeed. I need someone with a positive attitude—always a positive attitude, because you know what I find? I find a manager with a positive attitude is always gonna find a way to get to where you want them to go.
我同樣也需要某個相信我們會成功的人。我需要某個有正面態度的人－－永遠要有正面態度，因為你知道我發現什麼嗎？我發現有正面態度的經理永遠會找到方法抵達你想要他們去的地方。
A mark of a good manager is someone who's organized. I always ask everyone I'm interviewing in an interview, "On a scale of 1 to 10, how would you rate yourself as an organized person?" I never hire anyone who says 9 or 10. I want the guy who says, "Oh, I'm about a 12."
一名優秀經理的標誌是某個有條有理的人。我總是會在面試中詢問我面試的每一個人：「從一到十分，你覺得身為一個有系統的人，你會給自己打幾分？」我從沒雇用任何說九分或十分的人。我想要說：「喔，我大概是十二分吧」的人。
A manager without follow-through is useless. You've got to be able to give the command, they get it done, and they don't forget about it when something distracts them. A manager always follows through.
一個無法貫徹實踐的經理是無用的。你要能夠下達指令、讓他們完成它，而他們不會在某件事使他們分心時忘記那任務。一名經理永遠會進行到底。
- 「反覆試驗」- Trial And Error
I learned through trial and error: What makes a great manager? What makes a great salesperson?
我在反覆試驗中學習：是什麼塑造出一名優秀的經理？是什麼打造出一名傑出的銷售人員？ - 「擊倒」- Knock Down
...and sales is all about getting hit and knocked down...
...而銷售全都關乎於受到衝擊和被擊垮... - 「搭配、伴隨」- Go With
That's a great salesperson. And then you need the work ethic to go with it.
那是一位傑出的銷售人員。然後你需要職業道德與其搭配。 - 「在任何情況下、同甘共苦」- Through Thick And Thin
I need a structure with a footing as loyal as it can be that's gonna stand there through the thick and thin.
我需要一個有著盡可能忠誠的基礎所建的構造，那將在任何情況下都堅持在那兒。 - 「進行到底、堅持完成」- Follow Through
A manager always follows through.
一名經理永遠會進行到底。
